Sales Closing for Dummies | 
| Author: Tom Hopkins
Publisher: For Dummies
List Price: $16.99
Buy Used: $2.72
You Save: $14.27 (84%)
New (36) Used (44) Collectible (1) from $2.72
Rating:  6 reviews
Sales Rank: 83366
Media: Paperback
Edition: 1
Pages: 288
Number Of Items: 1
Shipping Weight (lbs): 0.7
Dimensions (in): 8.4 x 5.5 x 0.7
ISBN: 0764550632
Dewey Decimal Number: 658.85
UPC: 785555550636
EAN: 9780764550638
ASIN: 0764550632
Publication Date: April 21, 1998
Availability: Usually ships in 1-2 business days
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Product Description
Without the close, there is no sale. Pretty obvious, right? Yet, for many salespeople, closing is the most baffling and elusive part of the selling process. All too often, salespeople meet qualified clients and charm them with an eloquent presentation, only to see the sale mysteriously slip from between their fingers in the end. Which is sad when you consider all the hard work – the prospecting, preparation, planning, and practice – done for the sake of a moment of truth that never arrives. Fortunately, closing is an art that can be mastered, and now Sales Closing For Dummies shows you how. Packed with powerful principles that can help you become a top-producing salesperson, Sales Closing For Dummies is the ultimate guide to mastering that most mysterious part of the selling equation. Tom Hopkins, the legendary sales genius who, by age 30 was the nation’s leading real-estate trainer, demystifies closing and shows what it takes to be a champion closer, including how to: - Lead a sale without being pushy
- Read the signs of an interested potential buyer
- Use questioning methods that close sales, time and again
- Help clients feel good about their buying decisions
- Keep your clients’ business and build their loyalty
- Build long-term relationships and watch your sales grow
With the help of dozens of real-life examples from a wide cross section of industries, Tom shows why professional selling is about communication, not coercion. And he shares his considerable insight and experience on: - Verbal and visual buying cues and how to recognize them
- Choosing the best location for closing
- Addressing concerns and creating a sense of urgency
- Time-tested tactics and strategies for ending customer procrastination, overcoming their fear, closing from a distance, and more
- The ten biggest closing mistakes and how to avoid them
- Add-on selling and other ways of getting your clients to help you to build your business
Featuring Tom’s Hopkins’ trademark “Red Flag” key points and situation scripts, this fun, easy-to-understand guide arms you with the hands-on tools and techniques you’ll need to become a world-class closer.
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| Customer Reviews: Read 1 more reviews...
 Tom is the Master Closer October 31, 2000
B. Sanders (Colton, CA USA)
36 out of 37 found this review helpful
I've been involved in sales for over fifteen years and I have yet to see another speaker/author come this close to perfecting and teaching the sales process. There are many other fine teachers, but Tom Hopkins seems to be the easiest to understand and the easiest to follow - even for the newest of my salespeople. And since he applies his disciplines to all industries, this may be the only sales guide you need - what a way to clean up that library! Truly a fine compilation of the best sales closings and how to use them.
ABC ALWAYS BE CLOSING! October 26, 2003
Chris M. Montague (Rancho Cucamonga, CA United States)
21 out of 22 found this review helpful
I've been in Real Estate sales for just over a year. This is my first "sales" job so I was looking for something to help me with my closing skills. After reading the first 10 chapters of this book, I picked up several techniques and ideas from Tom's strategies that helped me. They helped me so much in fact, that I got two listings in one week! The commission on those two listings totaled $20,610! If I could recommend any sales book for a beginning sales person, or an experienced sales person that just needs some new ideas, this would be it!!!
A must-have for anyone in sales! December 6, 2002
Mark Jette (Boston, MA USA)
10 out of 14 found this review helpful
I found this book to be very helpful. My close ratio has increased by 150%! But most importantly, now that I have this knowledge I can finally afford a pool table for my basement and daily veterinarian appointments for my cat!
 not his best book January 19, 2007
M. BROOKS (white oak, texas United States)
1 out of 4 found this review helpful
I was disappointed in the book. It's not Tom's best book by far. I found it very boring. Using examples that I just could not relate in my sales career.
Helps this Dummy September 8, 2008
Paul A. Mccann (Columbus, Ohio)
1 out of 1 found this review helpful
I found this book to be very helpful. I have been selling for a long time and have been through numerous sales training programs. This book, however, is a back to the basics refresher any sales pro can benefit from. I carry it in the car and refer to it often, by doing this it keeps me thinking of the sales process. Often I think I have walked in to a sales appointment cold, and not at my best. Now I refer to this book just before an appointment and it makes me feel engaged in my objective. I highly recommend this book because it is a very easy referrence tool that can help you stay on course or correct something in your approach that could cost you a sale. Get this book, get the sales you need.
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